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If you want a truly successful
business, you need to take a close look at how Psychology
can set you apart from the rest of your competition.
Secrets of negotiating
Remember this: no matter
how great your product or service, unless you can
negotiate innovatively you'll never achieve the success
that can be yours.
When you follow-up with a
prospects, ask them: "Do you have any situations that
we can work out together using our mutual expertise?”
Psychologically, by
substituting the word "situations" for problems,
you are more likely to get a positive response. Also, by
using the term "combined or mutual expertise"
you are telling them you respect their valuable knowledge.
Remember this advice - Seek
first to understand, then to be understood.
How to make people respond
more quickly
Remember: "People
respond more to what they are going to lose than to what
they are going to gain."
It's very powerful when you
explain to prospects they will probably lose market share
to their main competitors if they don't adopt your ideas.
Ask yourself: What will my customers stand to lose if they
do not buy my service or product?
Psychology can also play a
powerful part in overcoming objections to requests for a
follow-up call. There are two strategies that will result
in incredible opportunities coming your way. Try them
today.
Tell your prospects you
really want to understand their needs precisely and you
feel you can't achieve this unless you talk to them in on
the phone. People want to feel understood more than
anything else and the businesses that understand this take
all.
You can also add that it
will only take, say, 12 minutes, (let them time you!) to
show them how they can benefit from what you're offering.
You can also offer to give them a free gift (low cost with
a perceived high value eg reports, e-books etc) if they
think you've wasted their time.
Packaging Your Website
You can increase your sales
by using appealing photographs of typical users (yourself)
on your website.
Why is this? Well, it
humanizes your product or service and prospects perceive
you to be more professional and trustworthy.
This can be very powerful
for a home-based business to add to the level of trust for
your potential prospects.
Beware of this common
mistake
This is a common mistake
made by many in home-based business marketing. Marketing
your home-based business, you must sell benefits, not
features. If you sell your product or service using
features, you must stop this mistake immediately.
While marketing your
home-based business, you can sell its features: "Free
website and dozens of marketing tools to promote your
site". How many advertisements do you see like this?
However if you sell
benefits, you sell prospects a lifestyle and that's
psychologically powerful.
For example, you can sell
benefits by offering "Financial freedom" (your
product) with a special offer of test-driving the product
for 30 days (innovative pricing to encourage a larger
sale). You can then detail how your product leads to
financial freedom, for example, free website with your
personal attention to helping your prospect begin
marketing their new business.
This can be done in many
different ways no matter what your home-based business is.
The secret is to turn your service or product into a
package (a way of life) and combine it with innovative
pricing.
Psychology in marketing
Using psychology in your
marketing will add immense power to your efforts, you'll
reap the rewards quickly.
Psychology is not a trick
it is recognizing and celebrating our strengths and
weaknesses as humans.
My next article
My next article will be
titles, “We eat our young”. It will be a discussion on
the psychological aspects of helping, or in some cases not
helping persons new to owning their own business.
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